Sales Representative

POSITION: Sales Representative

LOCATION: Fresno, CA

REPORTS TO: Sales & Customer Relations Manager

SALARY: $52,000.00 to $60,000.00/ annually, DOE

Caglia Environmental is a family-owned and operated company with a proud legacy of nearly 90 years in the Central Valley. We provide essential environmental services, including recycling, waste collection, and landfill management, with a strong commitment to sustainability, innovation, and community. Our team plays a vital role in helping to build cleaner, greener communities, and we're always looking for motivated individuals who want to make a meaningful impact through their work.

The Sales Representative is primarily responsible for developing new business opportunities by identifying prospective customers, conducting in-person customer visits, building long-term relationships, and promoting Caglia Environmental's full range of environmental and brokerage solutions. Working alongside the Sales & Customer Relations Manager and an experienced sales team, this position develops industry knowledge, brokerage expertise, consultative selling skills, and a successful outside sales territory.

Success requires strong communication skills, initiative, coachability, and the ability to manage sales opportunities from prospecting through closing.

• Develop new commercial business opportunities through prospecting, networking, referrals, cold calling, and in-person customer visits.
• Build and manage an assigned sales territory by establishing long-term relationships with prospective and existing commercial, industrial, municipal, and construction customers.
• Maintain accurate records of sales activities, customer interactions, proposals, and business development progress.
• Represent Caglia Environmental professionally at customer locations, networking events, and throughout the assigned territory.
• Conduct face-to-face customer meetings to identify operational needs, recommend cost-effective environmental and brokerage solutions, prepare proposals, negotiate service solutions, and obtain new customer agreements.
• Develop brokerage opportunities by identifying customer transportation and disposal needs and recommending compliant solutions throughout California.
• Partner with the Sales & Customer Relations Manager to develop effective sales strategies and expand customer relationships.
• Collaborate with internal departments to support successful implementation of customer solutions.

• Compactors & Open-Top Roll-Off Containers:
  Generate new business opportunities by helping commercial customers improve waste and cardboard recycling operations through equipment and service solutions.
• Base Rock & Asphalt Grinding:
  Develop new customer relationships with contractors, municipalities, and businesses purchasing recycled materials or requiring rock and asphalt disposal services.
• Brokerage Accounts:
  Develop new brokerage business by identifying customers requiring specialized waste transportation and disposal solutions and expanding Caglia Environmental's presence throughout California.

• One (1) year of sales, customer service, business development, or other customer-facing experience preferred.
• Strong work ethic, self-discipline, and initiative.
• Demonstrated ability to build rapport and establish long-term customer relationships.
• Coachable and eager to learn from experienced sales professionals through ongoing mentorship.
• Ability to establish trust and communicate effectively with customers and internal teams.
• Resilient, persistent, and comfortable prospecting for new business.
• Strong listening, organization, follow-up, and time-management skills.
• Committed to ethical, consultative selling and interested in long-term growth within the organization.

• High school diploma or GED.
• Valid driver's license with acceptable driving record.
• Working knowledge of Microsoft 365 (Word, Excel, PowerPoint, Outlook).
• Highly self-motivated.
• Excellent verbal and written communication skills.
• Willingness to make cold calls.
• Strong problem-solving skills.
• Exceptional attention to detail.
• Ability to work independently in the field while collaborating effectively with the sales team and internal departments.
• Ability to occasionally lift up to 50 pounds.

• This position primarily performs work in the field through customer visits, prospecting, networking, and business development meetings.
• Regular travel throughout the assigned territory and California is required.
• Office time supports sales planning, proposal preparation, customer follow-up, mentorship, and team meetings.

• Full-time exempt position with flexibility based on customer meetings, business development activities, and occasional networking or industry events.

• Business development, prospecting, consultative selling, relationship building, negotiation, territory management, customer focus, initiative, organization,…